CRACKING THE CODE ON REFERRALS: MOVING FROM SURPRISES TO PREDICTABILITY
Referrals shouldn’t be random — they should be reliable. In this powerful and practical session, Mike Garrison, known as The Referral Whisperer, unpacks the mindset and methods that turn referrals from a happy accident into a predictable growth system. Drawing on real-world experience and the “Can I Borrow Your Car?” analogy, Mike reveals why most professionals unintentionally make referrals risky for their partners — and how to change that dynamic through stewardship and trust. Participants will learn the CPR Framework (Cultivate, Plant, Reap) — a simple yet transformative process for creating consistent, high-quality introductions. Through relatable stories, practical tactics, and real examples, Mike will show how to identify and nurture true Centers of Influence (COIs), convert Expert Service Providers (ESPs) into reciprocal partners, and build an ecosystem of advocates who genuinely want to help you succeed. Who should attend: Anyone working in an advisor capacity for clients. Format: Virtual Presentation - 45-90 minutes including Q&A
Learning Objectives:
By the end of this session, attendees will walk away with a clear roadmap to:
- Move from transactional asks to trusted collaborations
- Build a rhythm of predictable referral activity
- Steward the trust that fuels lasting business growth
About the Presenters:
Hear from industry expert Mike Garrison.
Thank you to our Sponsors
Event Details
Who Should Attend?
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Business Owners & Their Trusted Advisors
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Business Owners
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Other Business Professionals
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Business Consultants
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Professional Advisors
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Members of Family Business Boards
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Private Business Owners
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Other Professional Advisors
Regardless of your unique specialty, there is seat at the exit planning table for you. Learn more at www.EarnCEPA.com.
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Family Business Advisors
More than 50% of lower middle market business owners would prefer to transition to the next generation. Help them succeed with exit planning strategies.
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Commercial Lenders
One of the best relationships a business owner makes is with their banker. How can you help your corporate clients think about the future and ensure financial continuity? Answer: exit planning.
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Mergers & Acquisition Advisors
Proper exit planning causes less deals to fall through at the last minute. Connect with CEPAs to build your healthy deal flow network.
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Insurance Professionals
Exit planning addresses the 5 D's. So do you. Approach the risk conversation differently with exit planning.
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Attorneys
You have close relationships with clients, and can benefit from being the first advisor to introduce the idea of exit planning.
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CPAs/Accountants
Owners participating in the State of Owner Readiness research continue to indicate that you are the No. 1 "Most Trusted Advisor." You are a natural fit to lead the exit planning team and deepen your relationship (and retention) of next generation owners.
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Wealth Managers
You’re a skilled relationship person. Being entangled into your clients’ professional lives matters as you build a strategy to manage their wealth upon them harvesting it from their business. Exit planning allows you to build a deeper relationship with your client, expands your COI network, while giving you an early seat at table well before the liquidity event.
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Financial Advisors
One of the critical ‘legs of the stool’ is personal financing planning. An owner must have a strong financial plan & contingency plan post-transition to enable them to thrive in the next act of the lives personally and financially. Exit planning brings this future mindset into the present. Exit is now.
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Valuation Analysts
Valuation is both a billable engagement AND an opportunity to provide owners some perspective on how to accelerate value drivers (and deal with value killers). Use exit planning to make that valuation into a longer term value acceleration engagement.
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Investment Bankers
Only 2 of every 10 businesses that come to market actually sell. Learn how exit planning can bring attractive AND ready business to your purview.
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Strategic Consultants
One of the most critical roles in exit planning is building transferable value. Strategic consultants have the ability to expand options and drive rapid business value that affect performance today.
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Estate Planners
Exit planning is a natural fit for estate planners who want to operate more holistically with their owner clients.
EXIT PLANNING IS GOOD BUSINESS STRATEGY
The Exit Planning Institute, provides Financial Advisors, Accountants, Consultants, and other advisors of business owners with the critical education to differentiate themselves and add value to their existing client relationships through a credential, conference, courses, and content. Download the CEPA brochure for more information.